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My clients often rave about my services. Every time they do, I have the thought of asking them for referrals but I don't, as it is very uncomfortable for me.

Any tips on how to make asking for referrals a natural part of building my business?

A: That little twinge of reluctance can have a hugely detrimental impact on your success. You have already accomplished the most important step - you have raving fans - well done!

Asking for referrals is one of the most effective ways to build your business and reputation and the best way to handle this problem is to explore your beliefs about asking for referrals.

- Do you feel like you're putting someone on the spot when you ask for a referral?

- Do you think it positions you as a rookie if you admit you're still building your clientele?

- Perhaps you were on the receiving end of a pushy sales effort and you thought to yourself, I would never do that to someone.

Once you get clear about the ideas underneath your reluctance, you have the power to shift your mindset. Shift happens when you consciously replace the meaning you give to something with a positive meaning. Focus on the motivations, not the results.

You're not asking for work - you're uncovering opportunities to serve and contribute your gifts to the world.

Teresia LaRocque is a master certified business and life coach and cofounder of the Vancouver International Coach Federation. Visit www.teresia.com or email info@teresia.com.

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